Something to try this week...

Scenario: you're on a discovery call and you are knocking it out of the park with your open-ended questions. You hit them with a deep pain question, but they only give you a few words in response, but you know there is much more under the surface. How do you get them to keep going down that dark rabbit hole? Try tossing out this simple 5-word phrase:

• Tell me more about that

The trick to making this effective is not so simple. You have to sit there in silence until they speak. If you feel that you have them backed into a corner that is filled with loose glass and needles, then they will start to spill all of the pain on the floor hoping you'll let them out. Yes, you are Jigsaw in this scenario, but aren't we all aspiring to be sometimes?

This topic has been discussed lately on LinkedIn, and is about as classic Sandler Pain Funnel as it gets...but it's late October and we need some deals to come up aces for us. Try it, and if it works, I'll provide you with a link to buy me a coffee.